Be More Aware of Your Surroundings

One of the questions most frequently asked by industry professionals concerns improving representation skills. How do you improve your ability to represent clients? Said differently, how do you serve clients better when the environment is changing, markets are shifting, and new facts and conflicts are coming into view within the context of a transaction?

My answer: You must be more aware of your surroundings!

Sounds overly simplistic, right? But think about it. Being aware of who you represent in a transaction guides you and your actions regarding what you can and cannot do. Being aware of who you do not represent also guides you. When representing sellers, being aware of material latent defects guides your actions and responses.

When representing buyers, asking about and being aware of competing offers can tell you what you must do and assists you in better representing the buyer. The same is true when representing sellers. When a “dual agency” conflict arises, you know exactly what to do and you can better represent the seller. Knowing whether your brokerage practices “common law” agency or “designated” agency gives you further guidance.

Your surroundings in a real estate trade or a mortgage deal can change in a heartbeat. Be keenly aware of your surroundings and look for changes in those surroundings and act accordingly. In doing so, you will better serve the needs of your clients (and be less bruised in the process).

P.S. Thanks, Mum … that was wise and practical advice.

Charles Stevenson, Director of Professional Standards

Real Estate Council of Alberta

Are you aware of your surroundings? How have you and your surroundings changed in the past 30 seconds?